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  • January 2014 (Revised October 2014)
  • Background Note
  • HBS Case Collection

Emotion in Negotiations: An Introduction

By: Andrew Wasynczuk and Colleen Kaftan
  • Format:Print
  • | Language:English
  • | Pages:18
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Abstract

This note reviews some of the relevant research and offers advice for managing and dealing with emotions in the negotiation context. In particular, negotiators should strive to understand their own emotions and feelings, and be aware of the emotions the other party may be expressing. By learning to recognize and manage emotions, one is likely to improve many facets of the negotiation and obtain better outcomes for oneself and others.

Keywords

Negotiation; Emotions

Citation

Wasynczuk, Andrew, and Colleen Kaftan. "Emotion in Negotiations: An Introduction." Harvard Business School Background Note 914-032, January 2014. (Revised October 2014.)
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About The Author

Andrew Wasynczuk

Negotiation, Organizations & Markets
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Related Work

    • January 2014 (Revised October 2014)
    • Faculty Research

    Emotion in Negotiations: An Introduction

    By: Andrew Wasynczuk and Colleen Kaftan
Related Work
  • Emotion in Negotiations: An Introduction By: Andrew Wasynczuk and Colleen Kaftan
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